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A Negotiation Meta Strategy Combining Trade-off and Concession Moves

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Abstract

In this paper we present a meta strategy that combines two negotiation tactics. The first one based on concessions, and the second one, a trade-off tactic. The goal of this work is to demonstrate by experimental analysis that the combination of different negotiation tactics allows agents to improve the negotiation process and as a result, to obtain more satisfactory agreements. The scenario proposed is based on two agents, a buyer and a seller, which negotiate over four issues. The paper presents the results and analysis of the meta strategy’s behaviour.

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Correspondence to Carles Sierra.

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Ros, R., Sierra, C. A Negotiation Meta Strategy Combining Trade-off and Concession Moves. Auton Agent Multi-Agent Syst 12, 163–181 (2006). https://doi.org/10.1007/s10458-006-5837-z

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